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Archive for November, 2009

What It Feels Like to Be a Sales Manager

By Jacques Werth ⋅ November 24, 2009 ⋅ Post a comment

On most days there are times when you feel terrified. One of those times is when you are scheduled to have a closed meeting with your boss. You even dread the possibility of accidentally meeting him in a hallway. Another is when you read things like “ERS Research says the average tenure of sales manages is now less than two years.” You also feel terrified when you realize that you are trying to do too much and very little is actually working. …

An Introduction to High Probability Selling

By HPS Admin ⋅ November 20, 2009 ⋅ Post a comment

This Introduction is taken from the book “High Probability Selling” by Jacques Werth and Nicholas E. Ruben. It ends with “High Probability Selling takes salespeople off their knees and puts them back on their feet, with dignity, where they belong.”

I Don’t Do Business With People Who Talk to Me Like That

By Carl Ingalls ⋅ November 12, 2009 ⋅ 5 comments

I’m sure you’ve had a salesperson try to push you into a sale by asking something like, “You do want to make money, don’t you?” How does that make you feel?

Don’t Tell Me How To Sell

By Jacques Werth ⋅ November 10, 2009 ⋅ 3 comments

I was doing research on how top salespeople sell and I read about Bill in a contractor’s equipment magazine.  He was the top salesman with the leading manufacturer of several lines of contractors’ equipment.  So, I called him up and arranged to go out on a few sales calls to observe his sales process.  This is Bill’s story.

Difficulty of Selling a New Idea

By Carl Ingalls ⋅ November 7, 2009 ⋅ 6 comments

About the difficulty of selling something that requires prospects to give up long-held or cherished beliefs.

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